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Welcome to the Tom Ferry Show.

Hey everybody, welcome to the Tom Ferry Show. Hey everybody, welcome to the Tom Ferry Show.

Episode number 10, we made it to double digits.

On today's show, we're to look at 10 different ideas

for you to create a massive degree of separation to win every listing.

That's the game. So let's jump right into the list. Number one, pre-qualify all decision makers.

Now let me ask you a question.

If you truly are committed to win every listing appointment you go on,

do you put yourself in the situation

where you only talk to one of the decision makers?

Has there ever been a time in your career

where you only talk to one and ended up not getting the listening

because you didn't talk to the spouse

or the other decision maker?

That's the Cardinal Sin. that's a no-no.

You want to make sure you talk to everybody that's involved, and the big question is that

value elicitation question, what's important to you about the agent you choose to represent you?

What's important to you about the agent you choose to represent you?

That value elicitation question is going to get all of their values.

Essentially, they're going to answer all of their values.

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